Saturday, September 29, 2012

One of the biggest challenges faced by lead generation and appointment setting campaign is in convincing the prospects that they are competent enough to answer their marketing problems. Sadly, it is one task that a surprising number of telemarketing representatives fail to handle. There are so many things that you can tell them, but why do we still fail? The best answer may lie on what you actually tell them. But what do business prospects want to hear from you? How do you convince business prospects to believe in you? There are three important things that you should mention to your business prospects.

Prove the real value – when we talk about value, we are not talking about something vague. We should be discussing it in terms of revenues, return of investments, and number of clients or businesses that our prospects can gain. You need to work closely with the prospect in order to come up with the most effective solution.

Show the solution – always remember this rule: customers never buy a product or service, they always buy a solution. With that kind of mindset, we should be focusing more on the solutions that your business can provide, not the features or other bells and whistles that your product or service has.

Take responsibility – when prospects outsource the task of generating sales lead, they expect that you will take full responsibility in getting the results. They do not want to bother with the daily details of their campaign.

These are the three main things you should say in order to gain B2B leads.